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Negotiating for Results
Negotiating for Results: Getting What You Want
Introduction and Course Overview
What is Negotiation?
The Successful Negotiator
Preparing for Negotiation
The Nuts and Bolts
Making the Right Impression
Getting off to a Good Start
Exchanging Information
The Bargaining Stage
Inventing Options for Mutual Gain
Getting Past No and Getting to Yes
Dealing with Negative Emotions
Moving from Bargaining to Closing
The Closing Stage
Workshop Wrap-Up
The Successful Negotiator
Next, participants will explore key attributes of a successful negotiator.
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